Negotiation Tactics: The 10 Minute MBA Course on Negotiation

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Want to learn the negotiation tactics of an MBA?

I’ve cleaned up and distilled notes from the excellent negotiating course I took in MBA school taught by MIT lecturer John Richardson.

Preparation

  • Always, do your homework. Success in negotiation is strongly correlated with time spent preparing.
  • Preparing in a group helps; others will come up with things you didn’t.
  • Be ambitious. There’s usually a connection between aspiration level and what people get. (Obviously, you can go too far, so look at your benchmarks.)
  • It’s very valuable to have things you don’t want in a negotiationso you can give them away for things you do.

Early In The Negotiation

  • Focus on influencing them, not being passive and waiting for them to decide. If you want to influence them be clear and consistent. Influencing is like teaching. You are teaching the other group to negotiate. Explicitly talk with the other…

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